The Art of Corporate Partnerships: Insights from Marcus Godinho

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“Corporate partnerships are built on relevance and relationships.” Marcus Godinho

Corporate partnerships are often viewed as transactions — a business provides funding, a not-for-profit helps position the business as a good corporate citizen while doing good - the relationship ends there. But for Marcus Godinho, previously CEO of FareShare, and now in his current role as Executive Director of Odonata, successful partnerships are far more nuanced.

At FareShare - now SecondBite-FareShare - which rescues surplus food and transforms it into millions of meals for Australians in need each year - Marcus was key to cultivating partnerships that went well beyond financial support.

His philosophy is simple yet profound: partnerships thrive when both sides invest in the relationship with a spirit of understanding one another’s dynamic aspirations and challenges and leaning into these to assist where possible.

I recently sat down with him to pick his brain on how he has successfully formed corporate partnerships that have generated millions of dollars of positive impact for our communities across Australia.

Thank you Marcus for your time and sharing of knowledge.

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Q: Marcus, you’ve said that corporate partnerships are built on relevance and relationships relationships, not policy. Can you expand on that?

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Marcus Godinho:

Absolutely. NGOs’ corporate partnerships policies and business’ community partnerships plans can provide a framework, but they can also be rigid and limiting. Partnerships thrive when they are approached as a dynamic, evolving relationships. That means focusing on communicating, building trust and shared purpose, rather than sticking to strict guidelines. Every partnership is a unique opportunity, and what works for one may not work for another. By prioritising regularly communicating, we allow flexibility to meet the needs of both sides, which ultimately leads to stronger, more enduring and importantly impactful collaborations.

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Q: What is the process that you follow when assessing a potential partnership?

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Marcus Godinho:

It starts with listening. I take the time to understand what the potential partner is trying to achieve as well as its challenges — such as their social impact goals, reputation management and staff engagement. From there, I align those goals with the plans and capacity of our organisation.

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I also evaluate the long-term potential of the partnership. Is there room for growth? Could this be more than a one-off collaboration? It’s important to think beyond the immediate project and consider how the relationship could evolve over time.

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Transparency is another key part of the process. I ensure that both sides are clear about what they’re able to contribute and what they’re hoping to achieve. This clarity sets the stage for trust and accountability.

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Q: When considering a potential partnership, you use three key questions: Could we? Should we? What transparency can both sides provide? Why are these so important?

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Marcus Godinho:

These questions help us approach partnerships with clarity and intention.

????????????????? ??????????????? Could we? This is about feasibility. Do we have the resources, capacity, and alignment to make this partnership work operationally?

????????????????? ??????????????? Should we? This is about values. Does this partnership align with our mission and the outcomes we’re striving for? Is this a collaboration we believe in ethically? Could this partnership affect our organisation’s reputation?

????????????????? ??????????????? What transparency can both sides provide? Trust is built on openness. Both parties need to be honest about what they can bring to the table and what they expect in return. Transparency fosters accountability and helps avoid misunderstandings down the line.

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These questions create a foundation for partnerships that are not only practical but also meaningful.

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Q: Can you share an example of a long-term partnership you’ve managed and how you kept it strong over time?

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Marcus Godinho:

One example that stands out is a long-term corporate partnership I worked on where the campaigns and key contacts kept changing.

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To keep the relationship on track, I made it a priority to stay close to the people coming and going. I’d reach out to new starters, introduce myself, and make sure they understood the history of the partnership, its importance to us, but also our understanding of the business’ priorities and how we were endeavouring to assist with those priorities. Building trust with each new person was critical to maintaining continuity.? So too was developing enduring relationships with people across the organisation – even as their roles changed.

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Ultimately, it’s about investing in relationships—not just at the organisational level, but with the individuals who are part of the partnership. That human connection helps keeps the collaboration strong, even when circumstances change.

Q: You often ask funders, “What can I do for you?” We love givers in this sector, but quite often I think charities focus so much on the ask they forget about making sure they are thinking of ways to give back, so I love that you ask this question and that it’s top of mind for you. Why is this such an important question?

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Marcus Godinho:

That question sets the tone for a partnership built on two-way giving. Too often, not-for-profits approach funders with a focus on what they need, but successful partnerships start with mutual respect. Asking, “What can I do for you?” demonstrates that you value the funder’s priorities and that you’re willing to work collaboratively to achieve shared goals.

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This mindset of giving first starts building trust and fosters a sense of partnership. It shows that you’re not just looking for resources—you’re looking to create value for both sides.

Q: In your current role at Odonata, how are you applying your philosophy to build partnerships?

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Marcus Godinho:

At Odonata, we’re passionate about empowering Australians to save wildlife, restore ecosystems and mitigate climate change. We bring together researchers ?and universities, farmers and other businesses that own land and funders to develop sustainable approaches to stabilising and rebuilding genetically diverse populations of threatened species, while improving the health and productivity of properties.

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Partnerships in this space are complex, but the principles remain the same: understanding, trust, transparency, and alignment. By focusing on process over policy, we can navigate traditional barriers and build mutually rewarding, sustainable outcomes. It’s about finding common ground and ensuring that every partner feels invested in the outcomes.

Q: What advice would you give to not-for-profits looking to strengthen their corporate partnerships?

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Marcus Godinho:

First undertake research to identify businesses that may have an interest in your cause and then learn what you can about them.? In your first contact with the business convey that you have done your homework and are interested in exploring what you can do for them.? Start with relationships. Focus on building trust and understanding with your partners. Get to know their goals, their challenges, and what drives them.

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Be intentional about transparency—communicate clearly about what you’re bringing to the table and what you need in return. And always approach partnerships with a spirit of giving. When you focus on creating value for both sides, the results will follow.

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Finally, don’t underestimate the power of consistency. Whether it’s maintaining regular communication, nurturing relationships with changing personnel, or celebrating shared successes, consistency builds the foundation for lasting partnerships.

Closing Thoughts

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Marcus Godinho’s approach to corporate partnerships offers a powerful reminder that relationships, not transactions, are the heart of successful collaboration. Whether it’s asking the right questions, staying adaptable, or prioritising transparency, his philosophy provides a blueprint for creating partnerships that deliver meaningful impact.

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As Marcus said, “Partnerships thrive when built on trust, transparency, and a spirit of giving.” In his work at Odonata, FareShare, and beyond, he has demonstrated that when both sides invest in the relationship, the possibilities for collaboration are limitless.

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What strategies have helped you build strong corporate partnerships? I’d love to hear your thoughts—share them in the comments below!

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